A Highly Interactive Training Course On

Strategic Selling and Value Propositions for Business-to-Business (B2B) Companies

A Strategic Approach to Selling is the Best Way to Win Business and Protect Profit Margins

Classroom Sessions
26-30 May 2025
Dubai
$5,950
22-26 Sep 2025
London
$5,950
23-27 Mar 2026
London
$5,950

Course Introduction

If you find yourself continually lowering prices to secure business, this course is designed to help you break that cycle and enhance your value proposition. The focus is on how to offer superior value that customers are willing to pay a premium for, rather than competing solely on price.

Using real-life examples from B2B companies that once faced severe price pressure but now command premium prices for their products and services, this course will teach you how to shift your approach. Learn strategic selling techniques and develop compelling new value propositions to successfully sell your offerings even in the face of lower-priced competitors.

Training Objectives

By the end of this COPEX training course, you will be able to:

  • Create a Consistent Sales Strategy
  • Design Stronger Value-Propositions that Overcome Price Competition
  • Gain Support Internally to Achieve Your Sales Targets
  • Develop Stronger Customer-Relationships That Win Preference
  • Offer Superior Value to Customers and Charge Them For It

Who should Attend?

This COPEX training course is suitable to a wide range of professionals but will greatly benefit:

  • Managers and Directors who Want to Manage Sales Strategically
  • Sales Teams that Need to Adopt Strategic Selling
  • Executives Required to Create Value Propositions
  • Communications Executives who Want to Communicate Strong Value Propositions
  • Managers who Want to Build Stronger Relationships with Customers
  • Experienced and New Sales Executives

Course Outline

Day One: Understanding Strategic Selling and How B2B Purchasing Has Changed
  • Strategic selling and why it is essential
  • How buyers buying-behaviour has changed
  • Why selling must change and how
  • Best practice in strategic selling
  • Breaking the low-price cycle with strong value propositions
  • Understanding your company’s strategic intent
Day Two: How the Selling Strategy Works with the Brand
  • Using the brand to win customers and contracts
  • Identifying opportunities to add value in the selling process
  • Value propositions that competitors can’t match
  • How to select the best potential customers
  • Defining the real customer-needs
  • Using the brand in the selling process
Day Three: Influencing the Customer’s Specification, Setting Sales Objectives, Creating the Sales Strategy and Targeting
  • How to influence the customer’s specification
  • Building preference and credibility
  • Setting your strategic selling objectives
  • Defining the selling strategy
  • How to target to win the sale
  • Defining the priority, importance and tasks
Day Four: Creating Superior Value Propositions
  • How to build superior value-propositions
  • Moving away from the USP
  • What should you sell and why?
  • Avoiding the ‘price destroyers’
  • How to justify higher a higher price
  • The myth of ‘Total Cost of Ownership’
  • A strategy to win in the bidding process
Day Five: Communications to Support Sales, Win New Customers and Build Relationships
  • Communicating to win new customers
  • Communicating to build existing relationships
  • Communicating for credibility and influencing the sale
  • Winning with principled negotiations
  • Winning support internally
  • Measuring the results of sales strategy

Certificates

  • COPEX Certificate of Attendance will be provided to delegates who attend and complete the course
Whats Makes Copex Courses Unique?

COPEX Training is your gateway to professional growth, with over 20 years of experience turning potential into success. Each year, we deliver over 1,000 courses in 50+ countries, earning a stellar 98% satisfaction rate. Trusted by global giants like BP, the United Nations, and HSBC, we partner with top certification bodies to provide career-focused training that empowers individuals and drives organizational breakthroughs. Our mission? To transform the way professionals learn and grow in today’s fast-changing industries. Through expert insights, cutting-edge methods, and hands-on approaches, we equip you with the skills and confidence to tackle challenges, seize opportunities, and thrive in your career.

Led by a passionate leadership team and supported by a network of world-class trainers, COPEX Training connects professionals worldwide with life-changing opportunities. We are committed to excellence, ensuring every participant leaves with the tools, expertise, and confidence to conquer an ever-evolving world.

Frequently Asked Questions

This FAQ section provides quick answers to the most common questions about our services, procedures, and policies. We aim to make your experience with us as straightforward as possible. For further assistance, our support team is ready to help.

What is COPEX?

COPEX stands for “Competency Enhancement Programs” These courses are designed to develop and enhance the skills and knowledge of professionals across various sectors.

What are the benefits of attending COPEX training courses?

Enhanced Skills: Develop in-demand skills and knowledge in your chosen field.
Career Advancement: Improve your career prospects and increase your earning potential.
Increased Confidence: Gain confidence in your abilities and enhance your professional presence.
Networking Opportunities: Connect with other professionals and industry experts.
Improved Job Performance: Enhance your productivity, efficiency, and job satisfaction.
Personal Growth: Develop valuable personal and professional skills that can benefit you in all areas of life.

What makes COPEX training courses unique?

Experienced Instructors: Courses are delivered by highly qualified and experienced instructors with industry expertise.
Interactive Learning: Engaging and interactive learning methods, including workshops, simulations, case studies, and group discussions.
Practical Application: Focus on practical skills and real-world applications, enabling you to apply your learning immediately.
Flexible Learning Options: A variety of course formats available, including classroom training, online courses, and blended learning.
Certification & Recognition: Upon successful completion, you may receive industry-recognized certifications.

What is the cost of COPEX training courses?

The cost of COPEX training courses varies depending on the course duration, content, and delivery method.

How can I register?

There are several ways to register in our public training courses:
Online – Browse the Training Plan, select the course of choice, click on the button
“Register Now” inside the course outline page.
E-mail – Send the details (name, company name, email address and training course of
choice) of your nomination to [email protected]
Telephone – +971 4 368 6886 or +971 50 106 2750

When will I receive the confirmation for my registration/s?

Upon successful registration, processing window will take not more than 24 hours from the time of registration. An email including the registration confirmation, invoice and joining instructions will be sent to the provided email address.

What is included in the training fee?

Published training course fees are inclusive of the training venue, training manual, writing materials, lunch and coffee breaks with refreshments over the entire duration of the training course.

What are the available payment methods?

The training course fee can be settled by either:

  • Bank transfer
  • Credit Card

How many hours per day, and what are the timings of your training courses?

Our training courses will run for 5 hours per day. The standard daily timing is from 8:30 am – 3:30 pm including the coffee/tea breaks and lunch.

Where do you usually hold your training courses?

Our training courses courses are being held at five-star hotels in prime and iconic destinations across the globe. Cities such as Amsterdam, Barcelona, Dubai, Geneva, Istanbul, Kuala Lumpur, London, Houston, New York, Paris, Vienna, Zurich, etc.

Do you provide hotel booking assistance to your delegates?

Once officially registered, we can assist by providing the corporate rates provided by the hotel where the training course will be conducted. Early confirmation will enable us to secure the room at reduced rates

In case of failure to attend, what is your cancellation policy?

Our cancellation policy varies depending on the circumstances presented. Generally, cancellations must be initiated in formal writing at least 14 days prior to the commencement date of the training course. Further, the option to shift an existing registration to another training course on a later date is possible. Otherwise, a full refund will be initiated.

What will I receive after the training course?

Delegates who will attend and successfully complete the training course will earn a COPEX Certificate of Completion. This certification is designed to validate the successful knowledge transfer, and that the desired learning objectives and outcomes to further advance your professional competency are achieved.

We can customize this
training course for you!

At Copex Training, we offer customizable courses designed to fit your specific needs. whether it's refining procurement practices or enhancing leadership and management skills, we tailor our programs to meet your unique goals and challenges. Let us create a training solution that delivers real results for your team.
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